Abstract

The paper extends research on fixed-pie perceptions by suggesting that disputants may prefer proposals that are perceived to be equally attractive to both parties (i.e., balanced) rather than one-sided, because balanced agreements are seen as more likely to be successfully implemented. We test our predictions using data on Israeli support for the Geneva Accords, an agreement for a two-state solution negotiated by unofficial delegations of Israel and the Palestinian Authority in 2003. The results demonstrate that Israelis are more likely to support agreements that are seen favorably by other Israelis, but—contrary to fixed-pie predictions—Israeli support for the accords does not diminish simply because a majority of Palestinians favors (rather than opposes) the accords. We show that implementation concerns create a demand among Israelis for balance in the degree to which each side favors (or opposes) the agreement. The effect of balance is noteworthy in that it creates considerable support for proposals even when survey respondents are told that a majority of Israelis and Palestinians oppose the deal.

The author, a professor of negotiation at Harvard Business School, offers specific pieces of advice for job candidates: Don't underestimate the importance of likability. Help prospective employers understand why you deserve what you're requesting. Make it clear that they can get you. Understand the person across the table from you. Understand his or her constraints. Be prepared for tough questions. Focus on the questioner's intent, not on the question. Consider the whole deal. Negotiate multiple issues simultaneously, not serially. Don't negotiate just for the sake of negotiating (a pitfall for recent MBA graduates). Think through the timing of offers. Avoid, ignore, or downplay ultimatums. Remember that your interviewer isn't out to get you. Stay at the table and maintain a sense of perspective.